Manager, Solutions Engineering

Who Are We?

Postman is the world’s leading API platform, used by more than 40 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.

The company is headquartered in San Francisco and has offices in Boston, New York, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.

P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

The Opportunity

With so many organizations using Postman, we are looking for exceptional Solutions Engineers to join our team and to help us to efficiently support and grow our enterprise business. You will partner with our Sales team to promote an API-first development culture, nurture customer relationships, and guide Postman users on how to most effectively leverage our platform to build their APIs. Ideally, we are looking for someone who lives and breathes APIs, is comfortable with JavaScript, has experience in enterprise sales!

What You’ll Do

In addition to working with a product that customers already know and love, you will be well-supported in this role by our Sales, Customer Success, Developer Relations, and Engineering teams.

• Scale, manage, and mentor a team of Solutions Engineers by fostering a culture of excellence
• Work closely with the Sales Leadership to build strategic adoption plans for customers in large accounts
• Coach the team to lead discovery, qualification, demo, and POV calls with prospective customers looking to shift to an API-first development culture
• Guide the team on how to educate customers on the value of Postman Enterprise and to navigate key decision makers in order to grow Postman Enterprise awareness within organizations
• Participate in Sales forecast calls and pipeline review calls
• Act as a technical intermediary between sales, product, and customer success to best fit our customers needs
• Remain up-to-date with the competitive landscape, current trends, and challenges in the API market
• Understand deeply our customers workflows today and how they can adopt API-first development best practices

About You

• Team leadership experience
• 5+ years of enterprise sales/solutions engineering experience
• Ability to travel up to 40%
• Loves teamwork and collaboration in a fast-paced environment
• Customer facing experience and comfortable engaging all levels of technologists including individual developers, QA, product, and engineering leaders
• Experience engaging senior management and executive audiences to convey Postman's value proposition
• Strong understanding of APIs, DevOps, and modern development methodologies
• Experience executing enterprise sales strategies and sales methodologies like MEDDIC, Challenger Sale, Command of the Message, etc.
• Excellent listener that seeks to understand what a customer is trying to achieve rather than pre-supposing solutions
• Familiar with typical developer tooling: IDEs, Git, CI/CD, monitoring services, microservices, containers, cloud computing services, etc.
• Great communication skills (presentation, verbal and written)
• Ability to manage a team remotely

The reasonably estimated OTE for this role is $280,000 plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

What Else?

In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. 

At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Bangalore, Hyderabad, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibi